Business Development Manager (Hybrid)

Position Title | Business Development Manager

Department Unit | Sales

Location | Hybrid (Chicago, IL)

KEY RESPONSIBILITIES:

The B2B Business Development Manager is a sales representative that is responsible for selling, promoting, and fulfilling corporate products and services by achieving sales quotas to generate net new business. The Business Development Manager will increase sustainable market share, drive significant revenue to meet and exceed sales targets, proactively manage client relationships, build brand presence, and attain a high level of market receptiveness for Percipia. This individual will also develop his or her revenue generation by creating sales leads, initiating prospect calls, and establishing ongoing rapport with potential and existing customers. The Business Development Manager will represent themself and the company at industry events and functions. They will be able to represent the company at a management level independently.

Job Function:

• Cold-call prospects that are generated by external sources of lead.
• Identify decision makers within targeted leads to begin the sales process.
• Penetrate all targeted accounts and radiate sales from within Percipia’s client base.
• Build a strong customer and prospect network and independently manage these.
• Attend and represent the company at trade shows and other industry-related events.
• Validate the hotel's business and technology requirements, leading to a viable business proposal in support of the ROI.
• Present compelling quality win-win value proposition to potential hotel partners.
• Negotiate favorable contract terms and optimize derived revenue.
• Achieve quarterly and annual revenue targets.
• Collaborate with management to determine strategic sales approaches.
• Maintain and expand the company's database of prospects.
• Keep on top of industry news, progress, and related technologies. Share with team members and management. Optimize marketing communication opportunities with the marketing department.
• To identify, secure, and deliver on optimizing brand-building opportunities.
• Reliable forecasting and regular business reporting to executive leadership.
• Set up and deliver sales presentations, product/service demonstrations, and other sales actions.
• Creating RFI & RFP responses to potential clients.
• Make outbound follow-up calls to existing customers via telephone and email cross-sell and up-sell.
• Handle inbound, unsolicited prospect calls and convert them into sales.
• Overcome objections of prospective customers.
• Emphasize product/service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and/or reports.
• Enter new customer data and update changes to existing accounts in the corporate database.
• Assist in the development of email campaigns and special promotions.
• Attend periodic sales training where applicable.
• Appropriately communicate brand identity and corporate position.
• All other duties as assigned.

Requirements

• University or college degree in Computer Science, Business Management, Hospitality, Marketing or an acceptable combination of education and experience.
• Direct work experience in a sales capacity.
• Proven sales track record.
• Demonstrated ability to convert prospects and close deals while maintaining established sales quotas.
• Solid experience in opportunity qualification, pre-call planning, call control, account development and time management.
• Success in qualifying opportunities involving multiple key decision makers.
• Strong problem identification and objection resolution skills.
• Able to build and maintain lasting relationships with customers.
• Exceptional verbal communication and presentation skills.
• Excellent listening skills.
• Strong written communication skills.
• Self-motivated, with high energy and an engaging level of enthusiasm.
• Ability to travel and attend sales events or exhibits.
• Ability to work individually and as a part of a team.
• High level of integrity and work ethic.
• Experience with customer relationship management (CRM) software.

Work Conditions

• Hybrid work condition.
• Travel required.
• Ability to create, attend, and conduct presentations.
• Proficient with computers and technology devices.
• Overtime as required.